Employment Digest: What If I’m Afraid to Negotiate Because of Tough Times and a Slow Economy?

What If I’m Afraid to Negotiate Because of Tough Times and a Slow Economy?

Posted on 05. Apr, 2010 posted by Bill in Employment News, Interviewing

A lot of people wonder whether they should negotiate at all when the economy is slow and companies are feeling the pinch. Particularly, the unemployed, having been out of work for too many months, they are relieved to have an offer — any offer. They fear that if they negotiate, they can upset the trust that has been built up over the interviewing process. They cringe at the thought of being told, “There’s a long line of people who’d love to have this job. If you don’t like my offer, we can always hire another.”

It feels like groveling is the order of the day. But fear not. You’re not negotiating with the economy; you’re dealing with a hiring decision maker who needs you. This is my Eighth Commandment: Thou Shalt Not Worry about Economic Strength.

Of course, the amount of “needs you” has changed has changed dramatically over recent years. For example in the heyday of the dot-com 90’s, completely inexperienced new college grads were negotiating hefty comp packages. Companies were so desperate to get “techies” on board that they would agree to practically anything. Negotiations sounded like this: “You want a masseuse to give you a rubdown twice a week? No problem. You want to bring your parrot to work? Sure, how does the bird like his steak cooked?”

Today, even people with years of experience and sterling track records are having a tough time getting any offer. Still, that doesn’t mean you shouldn’t negotiate. Just because the playing field has changed, doesn’t mean that you should just meekly accept whatever they offer. Negotiations are part of the hiring game. If you meekly say “OK” to whatever they offer, it will hurt your paycheck (obviously), and may also make the employer value you less.

Think of what happens in another setting where negotiations are expected: the garage sale. Suppose you’re selling an item that isn’t hard to find, say a clock. It works. It’s not a bad-looking clock, but it’s a common item. That’s like the low-demand job market. You put a low price tag on it; you don’t negotiate, and maybe even offer to throw it in for free with another purchase. Your communication affects the potential buyer’s feelings about the clock, and the buyer may even refuse to take it if you offer it for free.

On the other hand, if you’re selling that great-looking expensive leather jacket that’s in mint condition but doesn’t fit you any more, you will be a tough negotiator. You’ll paid the price a bit to give you a little wiggle room because you know people like to bargain at garage sales. By tough negotiating, you communicate that the item has high value. If you set your price too low or come down in price too easily, the buyer may wonder if there’s something wrong with the jacket.

Likewise, by tough negotiating, you communicate your own worth. Good companies expect you to negotiate for your value. Far from hindering your job search efforts, the ability to negotiate helps you get the respect you need to get hired for good positions or to get better raises.

Now, in flush times, you’re more likely to get what you ask for than lean times. It’s probably true that in a tight economy you won’t get everything you ask for. But you can count on one thing being the same in both good times and in bad: if you don’t ask, you won’t receive. It’s never improper to ask. The employer may cry “poor,” and decline but that doesn’t mean don’t ask.

Sometimes asking now will pay off later. I coached a particularly energetic entry-level bank branch manager named Victor to ask for $5,000 more than the average salary for that position. The president said he couldn’t go that high, but said that he pays for performance. Three months later he was impressed with Victor’s results and added five grand to his salary. Would that have happened if Victor had just said, “OK” to the first offer?

So you’re not negotiating with an economy, you are talking to a human being who’s trying to get ahead in his/her career. If you can do the job, you deserve to be compensated. Ask for what you deserve.

Jack Chapman, a veteran career coach is also known as “The Salary Coach.” Jack is author of the bible of salary negotiations, “Negotiating Your Salary: How to Make $1000 a Minute”, now in its 6th printing. You can buy his book or reach Jack at http://www.salarynegotiations.com.

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Outplacement: Measuring value for job seekers?

“It was a bright, cold day in April, and the clocks were striking thirteen.” (“1984,” by George Orwell)

In 1980 there were about  50 Outplacement Firms.

In 1990 there were about 250 Outplacement Firms.

In 2010, counting 2-3 person operations, there are about 1000 Outplacement Firms. The 10 largest support the majority of all individuals in career transition.

Outplacement looks like most industries.  Every industry goes through development stages: early adopter, high growth, maturity and eventually a declining phase. The outplacement industry is no different.  In 2008 & 2009 the industry swelled, revenues topped $1 billion (maybe $2 billion) and  companies in the marketplace delivered record profits.  It is our belief the outplacement industry is now in decline and a new, similar, but different industry will emerge with a modified service offering and value proposition.

  As this industry has matured, it is our hypothesis, that the service delivery has not necessarily evolved.  

We also know a large portion of our Career Brander readership is familiar with the outplacement industry on an all too personal level.

Thus, we’ve decided to reach out to our readership for very informal feedback.   We are asking you take a few minutes to tell us about your outplacement experiences.  It is our intention to aggregate this information and share with human resource departments as well as our readership, as appropriate.  All personal responses will be kept confidential.

Please access the 5 question survey here.

If you would prefer to just send us a quick email with your experiences, please email us at outplacement@careerbander.com Although not identical to the online survey, the core questions are as follows.

1) What was the best and worst thing about your outplacement provider experience?

2) Did you find that your outplacement provider was actually helped you position to find work faster?

3) Did you find the technology provided by your outplacement firm was beneficial?

4) Please tell us one thing you wish your outplacement provider did better.

5) If you could make a recommendation to human resource departments with regard to providing outplacement, what would it be?

We appreciate whatever feedback you can provide.

 We feel that the voice of the end-user is too often overlooked in the employee transition process.

__________________________________________________________________

In full disclosure, Career Brander’s services are sometimes marketed as a web enabled Outplacement service and we have Fortune 500, Fortune 5000 and small business customers.

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Where the Jobs are - Thousands of Jobs

Reposted from CareerAlley

"The trouble with the rat race is that even if you win you're still a rat." - Lily Tomlin

So everything I read lately says that, even when the economy starts to rebound (and many think it has already started), new job creation will lag. Now who am I to dispute that bit of wisdom? But while that may be true, there are still thousands of jobs out there to be had. In fact, there are probably 10's of thousands of jobs to be had. Now granted, there may not be thousands of jobs that you can fill and they may not all be where you live, but if you are willing to have an open mind and are flexible about where you live (or desperate in the extreme) there are thousands of jobs and I'm about to show you how to find them.

Where to Start in Your Job Search:

• How to get a job – The theme of this story is very similar to what I’ve said in my opening paragraph - yes, the current unemployment rate is still climbing and yes, last week another (very big number) people joined the unemployed, but there are tens of thousands of jobs out there. The second half of the tag line of the article is “Millions of people were hired last month!”. The article is worth a read for several reasons, not the least of which there are plenty of good tips (and they use a headline that is very similar to one I used in an earlier blog “Hey Brother, Can Your Spare a Job?“.

• Successful Job Searching – This article, by About.com, provides a step-by-step guide to finding a job. Categories include Write a Resume, Complete a Job Application, Find Job Listings plus a long list of other resources. The right side of this article has a link to several videos – “10 thinks to do after a layoff” and “How to prepare for a job interview”.

• How to find a job during a recession – CNN weighs in with an article on how to find a job. Another step-by-step article with topics such as trying freelance work, freshen your skills, networking, polish your brand (like my “market yourself”). The middle of the article has additional links to job related articles.

• HOW TO FIND A JOB? - Not sure why there is a question mark at the end of this page’s name, but don’t be fooled by the first page. There are a number of links on this site to resources such as job search, job applications, resumes, cover letters and more. Each link leads to a robust page with information on the topic. At the bottom of the page are several other links to Work Menu (several resources here), Training, Where (like, where to find a job) and Who can help (many more resources).

And Now the Job Listings and Resources:

• The Highest Ranked Job Search Sites (Google) – This is a great link, as it shows the highest ranked job search sites (as per Google) based on page rank, a few of which are included below. You will note that it is a fairly long list (and you will want to start at the top). The other great thing about this link is that it also provides links to Executive Search, Entry Level and Internships, Job Fairs and more. Now, you should note that, just because a site has a high Google ranking does not necessarily mean it is the best site. So what are some of the best sites, see below for a few.

• Indeed.com – This is one of the best sites at the moment and, according to their site, more than 755,000 jobs were added in the last 7 days (and that is not a typo) – thousands of jobs, just as I promised. The first page is a very simple interface, two choices What and Where. You can also click on the Advanced Search which provides a broad range of search options. There are additional links at the bottom for Job Trends, Salaries and Forums. And , you don’t have to post your resume on this site.

• Recruiters Online – “Your key to the hidden job market” is the tag line for this job search site. A very simple first page – Search Jobs, Post or Edit your Resume, and Find a Recruiter. Click on Search Jobs for their very interesting search engine. They provide examples of how you can leverage their job search engine by leveraging keywords. Click Find a Recruiter (at the top of the screen if you are not on the main page). The page lists a few featured recruiters with a search engine on the right hand side. Enter your criteria and the search engine will return a list of recruiters.

• Job-Hunt.org – “Help and links to 13,054 Employers & Job Search Resources” is the tag line for this resource site. Not sure how they got such an exact number, but this site is filled with valuable information. Where to start? The top of the page has a drop down box so that you can review resources by state. The left hand side of the page has Layoff Help, Getting Started (too many links to list here) and links to relevant articles. The center of the page has Job Search News and Job Search Sites and Career Resources. Click on any state from the drop down box and you are immediately transferred to a page which is full of information regarding jobs for your state. This site is definitely worth spending time on and reviewing all of the resources available.

And if That's Not Enough:

• Executive Search List
• Entry Level Job Site List
• Job Search by Industry

Good luck in your search.

via secretsofthejobhunt.com

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How to Deal with a Bad Interviewer

The only thing that might be more difficult to deal with than an interviewer who asks tough, probing questions is an interviewer who hasn’t a clue how to interview. You leave the interview feeling as if you ignited no interest, bombed the interview, and surely won’t be asked back. Where was the scintillating conversation? The professional give and take about the industry and your skills?

But if you’ve just met the person, how are you to know if they’re a lousy interviewer – or you’re a lousy interview? If you prepared for the interview, then you’ve an indication where the problem lies, because your preparation enables you to jump in and take control of those awkward moments.

I speak often about the importance of an interview being a two-way street. This not only means that you need to be interviewing the company as they are you, but that the company needs to sell themselves to you, as you are selling yourself to them. If the interviewer doesn’t have those sales skills, you need elicit the information.

More than that, if the interviewer doesn’t know how to ask questions to dig deeper into your capabilities and interest, you’ll need to tell him, lest the entire interview go by and you haven’t uttered a word. If that happens, the only thing still able to speak for you is your resume, leaving you no closer to being hired than you were when you walked through the door.

Interviewers who ramble on and on ad nauseum about the company need to be re-directed before you begin snoring. Interviewers who don’t have the ability to speak about the company or the position should be prompted with your questions. Interviewers who are unprepared, or perhaps even forgot about their appointment with you, must be briefed –by you -- on your background, because they probably don’t remember your resume.

Lots of holes and awkward pauses in the conversation? If the interviewer doesn’t have the sense (or ability) to ask you what your skills are or why you’d be a great choice for the company, speak up and tell him. Toot your own horn. “I’d like to tell you about the time I put a winning proposal together under a stiff deadline, since the job we’re speaking of is also very deadline oriented.” That doesn’t mean talk non-stop, but it does mean don’t sit there and be uncomfortably silent for long periods of time.

Jump right in with the questions you came prepared to ask. What are the priorities that need to be addressed immediately? What’s a typical day like? How long has the interviewer been with the company? Why does he stay?

Don’t spend time thinking about how you wish he’d ask you a question. Don’t daydream or think about your grocery list. Listen closely to what the interviewer is saying. When he pauses for a breath or there’s a gap in the conversation, insert one of your finest sales points that relates to what he’s been saying. If he’s a non-stop talker, you’ll need to be alert for the spots in which you can take control. There may be only a few of them.

Other interviewers may ask questions, but stupid and unimaginative ones. “I see you worked at The Snappy Scissors Company. How did you like working there?” (“Um, I hated it. That’s why I left. Duh.”) Answer with what you learned while you were there, and remember not to disparage any previous employers. Resist rolling your eyes if they go through your entire resume this way or if you’re asked a Barbara Walters question: “If you were a tree, what type of tree would you be?”

Sometimes getting a bit of movement in helps. Ask for a tour of the building or offices. A tour provides focal points for questions and an opportunity for words related to why you’re there. Ask about the decision making time frame and if there are any other steps involved.

If you’re left without a clue as to how it went, or you rarely had an opportunity to open your mouth, ask if you can set up an interview with any others in the department or your interviewer’s boss or other decision makers in the company. Perhaps they’ll be a better interviewer!

Be patient with these inept people. Smile, and maintain enthusiasm. Whatever their interviewing skills – or lack thereof -- it’s possible they’ve had very limited interviewing experience. Speaking up and taking control of the interview may be the only thing that not only gives you the information you need, but saves the interview from being a total bomb.

They may be a bad interviewer, but they’re the ones that make the hiring decision. You can’t make a choice to accept an offer if you haven’t been given that choice.

Guest Expert:

Prior to starting her firm, VisionQuest, Judi Perkins was a search consultant for 20 years in both the contingency and retained market, including a short stint in the temporary and local permanent placement markets. She has owned her own recruiting firm and successfully assisted numerous repeat clients in hiring all levels of management. She now shows job seekers the science and psychology of how to find the perfect job.

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The Hidden Job Market - Find Yours

Reposted from CareerAlley

"Greatness is not a function of circumstance. Greatness, it turns out, is largely a matter of conscious choice, and discipline." - Jim Collins

So many of my posts have been about where to find a job (as you would expect). But then I started thinking, what about the not so obvious places to find a job? You've heard the usual statistics "80% of all positions are filled without employer advertising" or "80% of all jobs are filled by referral" and finally "most job seekers find jobs through networking". Now there is some truth to this (although I'm not convinced about the statistics), and you should ensure you focus on this as one part of you job search strategy (hence this post).

• Unlocking the Hidden Job Market - This article, posted on Yahoo's Hot Jobs, not only covers the "80%" type quotes, but actually gives some pointers on how to tap into the hidden job market. The article talks about leads and contacts as well as some passive methods of tapping the hidden market.

• Step-by-Step Plan for Using the Internet to Go "Beyond the Want Ads" - Technically speaking, the hidden market are the unadvertised jobs. But it is much broader than that as it includes leveraging who you know (even if the job is advertised). This article is by jobstar.org and provides a 6 step process to find the hidden jobs. Great tips like focusing on a target industry or focusing on a particular position. The article provides lots of great advice as well as additional links to research tools.

• Psssst! I Have a Secret! The Hidden Job Market Isn't Really Hidden! - Finding the hidden job market just takes creativity according to this article by best-interview-strategies.com. The article provides information about where you should look and why. The strategy includes Networking, industry publications, specialty search boards and more.

• HIDDEN JOB MARKET SECRETS - Cold Calling Your Way into the Executiv... - Jobwhiz.com's take on tapping the hidden job market. The approach is slightly different than the other articles - the dreaded "cold call". The article provides 9 great steps to leveraging cold calling.

• Tapping In To The Hidden Job Market - So let's get to the point, the hidden job market by any other name is networking. This article, from one of my favorite career sites Secrets of the Job Hunt, focuses on that. The article combines cold calling with traditional networking (using who you know to meet who you need to know). A very good article and certainly worth the read.

Don't forget to take a look at the Networking section of my Job Search Marketing Toolkit.

Good luck in your search.

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LinkedIn, Recruiters, and LinkedIn

LinkedIn, Recruiters, and LinkedIn

March 29th, 2010 | by Jason Alba |

I read a great post with insightful comments about recruiters using LinkedIn. It is titled LinkedIn – Just How Good is it?, written by Keith Robinson. Some of the interest lines:

“when we use LinkedIn we find that at least 20% of LinkedIn profiles are essentially defunct…”

“at least 40% of their premium ‘inmail’ messages are not read by the intended recipients within a week of being sent.”

“[people] build their profile and wait to be found rather than use it as a networking tool.”

“whilst 45% of candidates say they regularly use LinkedIn, only 5% have actively responded to a job advert placed on social media sites like LinkedIn.”

“when we asked candidates to indicate how they would go about searching for their next jobs, hardly any said they would apply for jobs via social media sites.” I agree, since that is not the purpose or design of a social tool…

“so the lines seem to be clearly drawn, with social media being a means of researching firms and allowing oneself to be seen by headhunters… whilst job boards remain the places where candidates will actively head to seek out a new job.”  I DISAGREE.

Read the comments for insights from recruiters.

In the other corner we have an article by Jessi Hempel on CNN Money/Fortune titled How LinkedIn will fire up your career.  That is a long but insightful article about LinkedIn and using it as a career development tool.  It is interesting to read that Accenture plans to hire 50k jobs, apparently 40% of them coming from social media.  That is 20,000 people hired from social media… that’s amazing.  The head of global recruiting, John Campagnino, says “This is the future of recruiting for our company.”

I disagree how the article says “Facebook is for fun. Tweets have a short shelf life. If you’re serious about managing your career, the only social site that really matters is LinkedIn.”  Using just one site is a mistake, I think…. don’t discount other sites where you might encounter hiring managers, HR, recruiters, etc.

Go read the Fortune article… it provides a seemingly biased but optimistic picture of why and how LinkedIn SHOULD be a part of your career management strategy.  It’s interesting to contrast the two perspectives – what camp do you fall in?

via imonlinkedinnowwhat.com

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Five easy ways to improve your job search

First let me wish all my readers celebrating Passover this week a wonderful holiday, and don’t overdo it with the wine and matzo.

Now on to this week’s advice; searching for a job is a daunting experience and at the end of the day many job seekers feel frustrated and physically and mentally drained.

This is exacerbated by the limited number of new executive and professional jobs being created, the increasing number of job seekers now willing to relocate for a new position, and the lack of understanding by many jobseekers and new graduates on how to find a new job in this day and age.

So here are some hints:

1: Get an attitude adjustment; the glass is always half full and each day you are one day closer to success. To do this set up a formal job search strategy with realistic daily and weekly goals and stick to it.

2: Find a coach or someone to discuss your problems and fears with, answer your questions, and give you equal doses or encouragement and constructive criticism on how you are conducting your job search.

3. Unless you feel your resume is perfect as is, have it reviewed and if need be edited or rewritten by a knowledgeable professional in a style and format that is easy to customize for the different jobs you apply for.

4: While unemployed become an avid reader of print and online business news and take copious notes of what and who is happening in your field and industry and who is making money and who are the people and companies on the move.

5: Then try contacting HR managers and decision makers at these companies directly or find ways to get referred from a trusted source. If this is not possible find their name and contact information by reaching out to current employees of the company with the available position using linked in, Hoovers or other networking tools that are available to you. Customize both a cover letter and your resume for this company and try and find a mutual connection to get it into their hand and if this is not possible find a creative way to do this.

Author:

Perry Newman, CPC is a nationally recognized executive resume writer, career coach and social media strategist renowned for his ability to produce marketing documents and job search strategies that get results. You can view sample resumes at http://www.perrynewman.com/ and email him your resume at perry@perrynewman.com for FREE resume critique.

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